GTM Compensation Strategy & Incentive Design Manager
Leads the design, analysis, and optimization of GTM incentive compensation plans, including territory management and sales crediting frameworks. The role requires 6+ years of sales compensation experience, advanced systems expertise, strong quantitative analysis, and executive-level cross-functional communication.
About the job
Responsibilities
- Design and optimize incentive compensation plans for Go-To-Market teams, including Sales, Sales Engineering, Sales Development, and Customer Success.
- Conduct compensation analyses and modeling using Salesforce, Anaplan, Xactly, and other analytics tools to forecast plan costs, simulate scenarios, and measure ROI.
- Develop territory management and sales crediting frameworks for complex deal structures and account coverage models.
- Collaborate with Sales Operations, Finance, and HR to implement plan changes, ensure accurate payouts, maintain system integrity, and drive adoption.
- Analyze sales performance and compensation metrics to identify trends, inefficiencies, and improvement opportunities.
- Develop business cases and executive presentations covering compensation strategy, competitive benchmarking, and projected business impact.
Requirements
- 6+ years of progressive experience in sales compensation design, strategy, or analytics within public SaaS, software, or technology companies.
- Deep expertise in sales compensation architecture, territory management, account coverage models, sales crediting, and compensation plan mechanics.
- Advanced proficiency with Salesforce, Anaplan, Xactly, and Workday, including compensation-data integrations.
- Experience leading strategic cross-functional initiatives and virtual teams with senior stakeholder alignment.
- Executive-level written and verbal communication skills, including business-case development.
- Self-directed problem-solving skills and a record of delivering accurate, high-quality work under tight deadlines.
- Comfort navigating ambiguity, organizational change, and shifting priorities.
Nice to Have
- Advanced data-querying capabilities for extracting, manipulating, and analyzing compensation and sales data from databases.
- Knowledge of compensation-plan governance, audit, SOX compliance, and financial controls related to compensation payouts.
Compensation and Benefits
- San Francisco Bay Area annual base salary: $134,000–$185,000 USD.
- California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington annual base salary: $120,000–$165,000 USD.
- Equity, bonus, health, dental and vision insurance, 401(k), flexible spending account, PTO, and parental leave may be available under applicable plans and policies.
Skills
Salesforce, Anaplan, Xactly, Workday, Sales Compensation, Incentive Compensation, Territory Management, Sales Crediting, Data Analysis, Compensation Modeling, Business Intelligence, SOX Compliance
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